Account Executive, Enterprise
Enterprise Account Executive managing territory of large accounts (2501+ employees), hunting new SaaS security business, building pipeline, and driving upsell growth. Requires 7+ years experience, proven quota attainment, Salesforce proficiency, and heavy travel for customer meetings.
About the job
Responsibilities
- Own territory: acquire new Enterprise clients, expand existing accounts, execute strategic plans.
- Manage pipeline through prospecting, inbound leads, cold calling, networking using MEDDPPICC.
- Drive new business: navigate complex 6-12 month sales cycles, meet quotas, prioritize in-person meetings, engage decision-makers.
- Drive organic growth: upsell/cross-sell within existing accounts.
- Engage industry: attend events, trade shows, build relationships.
- Stay informed on cybersecurity trends, especially Identity and Access Management.
- Collaborate cross-functionally with BDR, Solutions, Channels, Customer Success.
- Focus on solution selling, C-suite presentations, negotiation, mutual action plans.
Requirements
- 7+ years SaaS sales experience (preferably security, Enterprise accounts) with proven quota attainment.
- Success in upselling/cross-selling, uncovering pain points.
- Advanced skills in prospecting, pipeline/territory management, value-based selling, business acumen, executive presence, negotiation.
- Ability to articulate complex cybersecurity/IAM concepts.
- Resilient, self-motivated, team player, coachable.
- Proficient in Salesforce; experience with MEDDPPICC preferred.
- Proficiency with Slack, Zoom, LinkedIn Sales Navigator, Outreach preferred.
Compensation
Annual base salary: $121,000 - $175,000 USD, commission-eligible. Includes benefits, PTO, equity, incentives.
Skills
Salesforce, Meddppicc, LinkedIn Sales Navigator, Outreach, Slack, Zoom, SaaS Sales, Enterprise Sales, Identity And Access Management, Value-Based Selling
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